THE SUSTAINABILITY PROSPECTOR
TM
Improved Sales Productivity
for
Sustainability Solution Providers
The Sustainability Sales Problem
– In an early market who do you call 1st?
1. How the Sustainability ProspectorTM can help...
What it does
The Sustainability ProspectorTM provides a list of
organisations ranked in terms of areas of sustainability
i...
For B2B vendors selling in the Sustainability Market …
Which organisations are the
best prospects
for your products and se...
The Sustainability ProspectorTM
delivers
Increased Lead Generation Productivity
• Results tuned to meet the needs of your ...
How it works - Overview
The Sustainability ProspectorTM analyses web-based communications for a given list
of organisation...
How it works – Step 1 (of 4)
Step 1. Cambium establish an understanding of your goals and the areas
where you want to deve...
How it works – Step 2 (of 4)
Step 2. A clear understanding of the your target markets is used to
inform the selection of t...
Step 3. Each organisation in the Target Suspect is analysed against
the defined and agreed indicators
RANK ORGS BY
INDICAT...
RANK ORGS BY
INDICATOR
FREQUENCY
100%
…
…
…
…
…
…
…
…
…
0%
Sustainability
ProspectorTM
Step 4. Organisations are categoris...
The table opposite is a
example of the data can
be gathered using the
Sustainability
ProspectorTM. This
proprietary tool u...
• Improving your Marketing with Sustainability
• Increasing your direct sales productivity
• Expanding your sales via chan...
The Eco Innovation Centre
City Road
Peterborough
PE1 1SA
Telephone: +44 (0) 8456 383 280
Email: info@cambiumllp.com
www.ca...
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Improving Sales Productivity for Energy Efficiency and Sustainability Solution Providers

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Ways to improve sales and marketing productivity in the B2B markets for energy efficiency and sustainability solutions

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Improving Sales Productivity for Energy Efficiency and Sustainability Solution Providers

  1. 1. THE SUSTAINABILITY PROSPECTOR TM Improved Sales Productivity for Sustainability Solution Providers
  2. 2. The Sustainability Sales Problem – In an early market who do you call 1st? 1. How the Sustainability ProspectorTM can help? 2. Benefits 3. How it works – Step by step 4. Example of data outputs 5. Cambium – what we do 6. How to contact us Agenda
  3. 3. What it does The Sustainability ProspectorTM provides a list of organisations ranked in terms of areas of sustainability interest related to YOUR SPECIFIC TARGET MARKETS In an early stage market where the markers of interest in a Sustainability Solution are not yet clear Who do you call first?
  4. 4. For B2B vendors selling in the Sustainability Market … Which organisations are the best prospects for your products and services? Adoption of Sustainability Solutions
  5. 5. The Sustainability ProspectorTM delivers Increased Lead Generation Productivity • Results tuned to meet the needs of your proposition • Better targeting of Suspects e.g. improved tele-marketing • Higher interception rates of interested Suspects • More Opportunities Identified Improves Sales Productivity • Bigger Pipeline of Opportunities • More time in front of real clients • Better Qualification • Improved Sales to Lead Conversion Rates
  6. 6. How it works - Overview The Sustainability ProspectorTM analyses web-based communications for a given list of organisations against sustainability related indicators. Each organisation is ranked in terms of interest in topics relating your target markets Target Suspects
  7. 7. How it works – Step 1 (of 4) Step 1. Cambium establish an understanding of your goals and the areas where you want to develop your business. Together with our existing market knowledge a ‘good’ Target Suspect is defined and agreed. Target Suspect Area Sustainability ProspectorTM Target Suspect Area can be defined by: • Sector • Energy intensity • Market Cap. • Bespoke list based on client’s existing network
  8. 8. How it works – Step 2 (of 4) Step 2. A clear understanding of the your target markets is used to inform the selection of the search terms. (Key Indicators) This will include the value that your Products or Services delivers and your point of differentiation Sustainability ProspectorTM KEY INDICATORS (defined in conjunction with the client) Energy Efficiency Focus? Sustainability Commitment? Compliance Reporting Readiness? Corporate Social Responsibility Leadership? Brand risk management? Cost reduction? Employee engagement?
  9. 9. Step 3. Each organisation in the Target Suspect is analysed against the defined and agreed indicators RANK ORGS BY INDICATOR FREQUENCY 100% … … … … … … … … … 0% Sustainability ProspectorTM Scoring of indicators can be weighted to best match the client’s value proposition How it works – Step 3 (of 4)
  10. 10. RANK ORGS BY INDICATOR FREQUENCY 100% … … … … … … … … … 0% Sustainability ProspectorTM Step 4. Organisations are categorised in terms of their likelihood to invest in your selected markets How it works – Step 4 (of 4) Irrespectiveofyourpreferredtargetcompanybe theyLeaders,Laggardsorinbetween,thisdatawill saveyoutimeinidentifyingyourbestprospectsand toenableearlymarketengagement.
  11. 11. The table opposite is a example of the data can be gathered using the Sustainability ProspectorTM. This proprietary tool uses web based analysis over thousands of data points on a range of indicators developed over many years of research. Note that the column on the far right is bespoke and targets the compelling events or other indicators related to the client’s specific products or Services. This can be used to fine tune the search and analysis algorithms. The output can be used to provide greater insight into the market readiness of individual organisations and sectors. For more information please go here Example Output from the Sustainability ProspectorTM
  12. 12. • Improving your Marketing with Sustainability • Increasing your direct sales productivity • Expanding your sales via channels and partners Our services help you by: Cambium’s Services for B2B Suppliers Find out how we can help you here
  13. 13. The Eco Innovation Centre City Road Peterborough PE1 1SA Telephone: +44 (0) 8456 383 280 Email: info@cambiumllp.com www.cambiumllp.com Please contact us for an exploratory discussion
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